Help With Outbound Sales Script

Hi Crendon2854,

I'm just gonna give my honest feedback...

"I'm not sure if you were aware, but a lot of ministries across the country are choosing text messaging as their preferred way of engagement, and i was wondering if you were using this method of engagement because i wanted to give you a free trial offer."

Do you think they really care?

This person has answered the phone, and just had a whole heap of gobbledygook, and would be thinking: "What is this guy on about?"

There's no benefits in there. Words like "engagement" have literally no meaning to most business owners.

Also, the other problem, is that by offering a free trial upfront like that, the chances of closing any sales is going to be incredibly minuscule.

The only reason you should be offering free trials (which is really just a risk reversal) is when somebody is on the fence. They want to buy but something holding them back. And then the risk reversal will push them over the edge.

In this script, you're not building any desire at all.

So think about this: What is the problem that your service solves?

What are their frustrations at the moment that will disappear when using your service?

Figure out the answers to those questions, and build a script that builds desire instead of going straight to the sale.

- James

Hi,

Ok. So how much are you charging for this service? That obviously pays a big part in this.

And when I say benefits, here's the deal. You've got to dig for pain. You've got to dig for frustrations.

IF they say "We're struggling to get people to attend our services", then you can come in and say:

"Ok fantastic, well if I could show you a way to get an extra 30% attendance rate to your services, would you be interested in that?"

>> What you've done there is you've got him to tell you a problem, and then you've asked him if he would be interested in solving it. THEN you can go into actually selling your product/service.

You're chances of offering a free trial immediately, and getting those people to stay on long term are very low. Unless of course the cost of your service is less than $50-$100 a month. In which case, why would you even waste your time to offer it?

Because they will just be taking the free trial to get you off the phone.

You see you need to make them desire your product. You need to have them emotionally want it. They must feel like they need it.

And the way to do that, is to find pain points and solve them.

This comes from 1000's of cold calls. And personal training with the world best sales person.

At the end of the day here's what I find: The need to offer free trials and stuff ultimately comes from a lack in sales skills. Something you should seriously think about. And I know, because 2-3 years ago I was in the same position.

I was a shitty sales person. I didn't really understand sales and marketing. And as a result, I was cold calling every day, making less than $1,000 a week. And it sucks.

Cheers

Ok interesting.

So "Sir/Ma'am if you could send a text message reminder within 10 seconds to your entire congregation to remind them about Sunday services, do you think your attendance would improve? " is not a good way to go.

You're asking them if it will work? You're supposed to be the experts!

Can I ask, why are you deciding to outsource the sales of this?

I ask because I see a lot of people doing it, and it's just such a huge mistake.

A, Sales is the most important part of your business. And it should be the last thing that you stop doing yourself. If you own a business, you are by definition a sales person.

B, You can't get sales people until you have mastered it yourself. How are you supposed to teach them how to sell your products/services if you cant?

C, If you're product doesn't make you enough money to warrant selling it yourself, change product. Start selling something you can sell for much more!

At the end of the day, if you've got people who don't speak English really well working as your sales people, it will never work out well.

Here's what you need to do: Build a REAL business.

Build an actual business. A business that sells to local businesses. One that YOU run. Learn sales and marketing. And start implementing.

A few pointers...

1) POC, make sure you contact the right person and not just speaking to the secretary
2) Connect, let them know that this is the norm and almost be surprised if they aren't doing SMS Mobile Marketing
3) Relevance, give them specific examples of who can use SMS for communication and why it makes sense for that group. A common example is youth ministry since they're teenagers and SMS is the best way to communicate with them.

Lastly, you may want to offer some sort of trial run for a lot of these churches because chances are they will convert and use SMS mobile marketing, but they might need a sample run for a month or so before committing to a contract of some sort.

First, ask for the person in charge of the church's member communication decisions.

Then introduce yourself and you company, explain the reason you are calling, and ask for an appointment, or ask them if they'd like to hear more if you're selling over the phone.

I think the big thing for you is identifying the pain the DM feels and the appropriate benefits of your solution.